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EXPERIENCE
VMware (Cincinnati, OH) 2011-Present
VMware is recognized as the premier systems virtualization software provider.
Partner Enablement Manager
RED HAT (Raleigh, NC) 2009-2011
Red Hat is the leader in Open Source enterprise solutions.
Global Partner Enablement Manager
Develop a world-class partner enablement program that supports the needs of the global partner communities, including Channels, OEMs, SIs, and ISVs.
Transform partner enablement program to match needs of the global community.
Provide industry knowledge leadership for content development, delivery, and reporting.
Create and manage partner technical training programs for global events.
Provide subject matter expertise for implementation of a new learning management system.
HEWLETT-PACKARD (Cincinnati, OH) 1998-2009
HP is a technology company that offers one of the most comprehensive hardware, software and services portfolios in the industry. HP Software is a $3.5B provider of management software solutions.
Senior Manager - Global Partner Enablement (2004 - 2009)
Transform and direct the partner training and certification program for HP Software’s Channel & Alliance Partners. Training activities include: instructor-led, virtual instructor-led, computer & web-based instruction while utilizing both internal and external training organizations. Responsible for strategic program design and tactical delivery models in multiple global operating regions.
Transform partner enablement from overhead to cost-neutral program by providing increased/enhanced services while sharing costs with the partner community.
Lead change model as services transitioned from primarily instructor-led to self-service model.
Create and manage technical training programs for global events such as HP Software Universe, PE Galaxy, and APJ Bootcamp – exceeding all goals for satisfaction.
Develop scalable training model that utilizes all HP training resources including external teams.
Develop certification model for partner product specialists (sales and technical).
Manage partner training program as it grew from 400 students in 2004 to 16000+ in 2008.
Market and promote partner certification program as it expanded from 2000 to 15000 professionals over the same period.
Increased partner satisfaction metrics by 25% from 2006 to 2008.
Worldwide Partner Presales Readiness Manager (2002-2003)
Develop and manage a global program designed to provide product knowledge and demonstration capabilities for 150,000 certified HP professionals and partner presales resources and leverage them as active evangelists for HP products, services and solutions. The primary areas of focus were HP Software and HP ProCurve networking products.
Assisted in development of new technical certification exams and criteria.
Enhanced partner presales programs to create excitement about HP programs and solutions within the presales professional community by focusing targeted information designed to simplify their research and solution design.
Strategically provided cross-functional focus for software, services and network equipment business units.
Assisted in development of certification requirements for software and network hardware professionals.
Sales Engineering Manager/Lead Solutions Architect (1998-2002)
Manage the Channels and North American middleware presales teams delivering RFI/RFP responses, system demonstrations, proof-of-concept installations, technical presentations and expertise to overcome customer technical objections to proposed solutions. As a TSI-cleared professional, provided primary presales support for HP Software efforts within the Department of Defense and intelligence communities.
Created technical programs (partner recruiting/training/readiness), and led the technical team to deliver $10 million in independent revenue.
Managed a presales team that delivered consistent results that allowed the Americas region team to generate 40% growth.
Provided the primary technical skills (presales, post-sales, and consulting) in a new venture federal sales program that generated $15 million in new revenue for the organization.
Provided direct technical account management for 3 of 4 largest HP middleware sales deals globally in 2001 - worth $26.2 million in software and services.
Created and managed the Sales Operations engineering function to provide HQ services for field engineering teams.
Provided technical expertise for licensing, legal, pricing, and marketing teams.
ATTACHMATE CORPORATION (Cincinnati, Ohio) 1990-1997
Attachmate is a leading provider of PC to mainframe hardware and software solutions.
Systems Engineering Manager
Directed the creation and growth of the presales engineering, customer education, field marketing, professional services, and competitive analysis teams. Initial funding, leadership, and direction came from the presales organization.
After creation of presales engineering team, customer satisfaction rose 60% and deal closure rates increased to 85%. The sales cycle was also shortened by 50% leading to increased efficiency in the sales cycle.
Provided technical account management for a large entertainment company that led to largest software license deal in company history - $2.3M.
AND TRAINING